Practice every call in a SaaS deal, from first demo to renewal

Quotain builds buyers from your playbook, CRM, Knowledge library and recorded calls, and grades each attempt on the scorecard for that call. Add this week’s release notes to Knowledge and the next practice call can use them.

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Quotain's practice library, grouped by call type: discovery, demo, competitive, renewal and expansion. Ten scenarios, each with its buyer and the team average. A fresh demo scenario for usage-based billing comes into view. Arjun Mehta, VP Sales at Lumen Labs, is open on the right: a discovery call in which he begins with “We built our own forecasting sheet. Why would I pay for this?”, drawn from the sales playbook, Lumen Labs in Salesforce and three Gong calls, and scored on three criteria.

The calls a SaaS quarter is built from. Each one is a buyer your reps can rehearse, and a scorecard Quotain grades them on.

First calls, demos and the pricing conversation that follows them.

  1. Discovery with a tool built in-house

    VP Sales

    “Our forecasting sheet was built in-house. It is rough, but it costs nothing and my team knows it.”

    Scored on
    • Put a number on the cost of the current process
    • Link the problem to a goal they have stated
    • Lock in a next step with a date

  2. A demo for a champion

    Revenue operations director

    “I like it. Help me explain it to my CRO, and I have five minutes.”

    Scored on
    • Map the demo onto the CRO’s goals
    • Leave the champion with a summary
    • Confirm how the decision gets made

  3. Pushback on price and on seat count

    VP Finance

    “We would start with 40 seats. The full 120 is more than we need. Where does that leave the price?”

    Scored on
    • Hold the value before any talk of a discount
    • Swap concessions for commitments
    • Confirm who signs

A scenario for every version of the deal. Alter a single detail and both the buyer’s next line and the scorecard move with it.

  1. 01 · Competitor

    Swap the competitor.

    Name the competitor and the buyer pushes back with it in mind, while the scorecard checks claims against the positioning in Knowledge.

    In the scenario with Arjun Mehta, VP Sales at Lumen Labs, the competitor shifts from Relaybase to Pipewell. His next line becomes “Pipewell has been our system for three years. Moving off it would cost my ops team a quarter,” and the criterion becomes Size the cost of switching.
  2. 02 · Deal stage

    Move the deal to renewal.

    The same account at renewal asks about adoption and seats, and the call is graded on your renewal scorecard.

    The deal stage moves from Discovery to Renewal. Arjun now says “Pipewell rang last week. Only 70 of our 120 seats logged in this quarter, so why renew every one of them?” and the call is scored on Rebuild the argument from usage.
  3. 03 · Latest release

    Add what shipped this week.

    Put the release notes in Knowledge and the buyer asks about them. What the rep claims is checked against the notes.

    The latest release becomes Forecast rollups. Arjun asks “The release notes claim rollups now work across regions. Show me that before I commit to another year,” and the criterion becomes Describe the release as it actually shipped, with claims checked against the 9 Oct release notes in Knowledge.

Built with the teams putting strategy into practice

I’ve made hundreds of real cold calls and Quotain’s simulations have been genuinely helpful to practice. The feedback is simple and helped me realize what I need to do to handle objections better in future calls.

Sam KangGTM Midasoft

Questions SaaS sales leaders ask before rolling out practice

How do we keep practice current when the product ships every week?

Save release notes, updated positioning and new battlecards to Knowledge, then build the next scenario around them with the Assistant. When a scorecard evaluates factual claims, Quotain checks what the rep said against Knowledge and marks each claim supported, contradicted or unsupported, with a link to the source document.

Can Quotain use our Gong calls?

Yes. Connect Gong once and new calls keep syncing with their transcripts. Fathom, Fireflies, Otter, Chorus, Salesloft, Clari Copilot, Grain, Granola, Circleback and Salesfinity connect the same way, or you can upload a recording or transcript. Quotain grades those calls on your scorecards and can build practice buyers from them.

Can the buyer bring up a specific competitor?

Yes. Save your battlecards and competitive positioning to Knowledge and build the scenario around the competitor your reps face. The buyer pushes back with that competitor in mind, and the scorecard can check the rep’s claims against the positioning you approved.

Do renewal and expansion calls get their own practice?

Yes. Call stages are configurable, so you can add renewal, QBR or expansion stages next to discovery, demo and negotiation, each with its own scorecard. Build the buyer from the account’s CRM record and recorded calls so the practice reflects that customer.

How do we bring a new hiring class up to speed?

Build the program as a module with a pass rule for each task, then add a cohort for the class with its own roster and due date. Turn on certificates if reps should certify before they take customer calls. The cohort shows who has completed each task.

How is Quotain priced?

Starter ($50) and Pro ($100) per seat per month each start with a 7-day free trial, and Enterprise is quoted for larger teams. Plans include buyers built from your playbook, calls and deals, custom scorecards, real-call grading, modules and certification.

Which languages are the buyers able to speak?

AI buyers speak 30+ languages, including Spanish, German, French, Portuguese and Japanese, so teams selling into new regions practice in the language of the call.

Rehearse this quarter’s calls before the buyer is listening

Start for free to see Quotain build a buyer from one of your accounts, or try our demo now.

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